From Theory to Practice: Insights from a Brazilian Real Estate Development Project Negotiation
Abstract
This article examines a complex negotiation for a challenging real estate development project in Campinas, Brazil. This research elucidates the problems and possibilities that emerge throughout the negotiating process when several parties with conflicting interests intersect. This research takes a closer look at the intricate negotiation process in the realm of real estate development. The content analysis evidences the importance of value creation before value distribution and building strong relationships when navigating these complex discussions. Ultimately, these interpersonal aspects can really shape the success of the outcomes in real estate projects. As the parties worked through the complex web of interests and limitations, unexpected solutions emerged, driving in unexpected directions.
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References
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